How to I get clients to close a sale?
I run a career development/coaching business. I get lots of inquiries and close most deals no problem. But when it comes to coaching where I want to grow the most; career coaching, I have a hard time closing the sales. I get a lot of "Okay that's great! How do we get started?" ... and then never hear back even after following up. The clients just seem to go missing. What can I do better to get clients to close the deal in a new industry?
I just have a client ask "how do we get started" last week and immediately I gave him a direct yet surprising answer - "I want you to give me the business".
He froze for a moment as he didn't know how to reply. I continued," I am pitching to close a deal and being understand I am able to meet your urgent needs, I am asking you to let me start working on your problem now".
He continued asked," what is your charges like," and I smiled," a price that you will not reject". No joke, he somehow buy in my proposal on the spot after I explain,"for the first deal I need to buy you in at a cost that I can afford, therefore you will offer a price that you cannot get from anyone else as compare to my top grade quality services. Subsequent deals will work on reasonable price where both of us comfortably agree - this is to ensure our relationship can last.
Well, that is my experience of closing.
To start off with you should get some of your previous client to do some feedback to you and you should think of use those feedbacks as your plus points while meeting with your new clients that should help them understand that your are good..
Hi Jennifer, It looks like they have already closed but are not committed.
Maybe there is a need to sort them out. See if you can get them to pay an initial deposit. to secure their booking. Once they have parted with some money, I'm sure they will be more committed. If not the initial deposit is non refundable, and you have at least been payed something for your time.
send relevant letters to your contacts, do it patiently, and you will have client someday.
In other word, please giving first, and you will receive result later. Wish you a stable growth.
Keep asking lots of questions. Chances are they are still confused and not sure you have the best options. In other words, the client still has uncertainties, but doesn't know what they are. You've got to dig a little deeper. Teach and educate. Most importantly, you need to make sure they are up to firing their current broker/agent as well.
All depend upon the closing ,closing of your presentation very important ,second you should know each and every thing about your product or service
If they say "How do we get started?" and then after following up, you never hear back, it has all to do I believe with your follow-up...How do we get started is a closing signal, so I would suggest you go back to them face to face if possible and say: Why aren't we starting? What are the road blocks what can I do to make your decision and life easier? Focus on the benefits you bring...Not the features...
If you are targeting senior mgmnt guys then not many would like to get coached on career...If you are targeting students/ new job entrants/ guys who have lost jobs then you may find listeners.. Note any purchase happens if they find relevance to the current situation they are in .. You go to a Tarot reader if you have problems in life and not when you are satisfied in life and you select a Tarot reader only if someone recommends or has a high visibility .. You job is like a Tarot readers .. My suggestion for you is to Brand build yourself.. Give some interviews about career coaching ( maybe you pay to get interviewed) in Radio, Newspaper, Blogs etc and get yourself Branded .. Am not sure if i would go with Brian showcasing the service Free and then charge cause consultancy is not a Freemium product and very difficult to ascertain results.. Keep your charges intact..
I have a colleague who does The DISC Assessment. By offering this as a complimentary feature of my practice I gain insight into what I can utilize to assist the client in achieving their goals.
My next approach is to have a session to further probe their goals. Depending on what I find I may say something to the effect that I am NOT sure we can effectively work together, but offer a 90 day trial period based on a "Preferred Client" Fee.
At the least I get something on which to proceed. If they do proceed, I then say The
"Preferred Client" can continue if you believe that I add value and you are willing to provide referral(s).
As a coach you must measure the value of such an approach in terms of what you previously did.
Hi, I work in this industry for a training company in New Business Development, You have to be onto the client, You need to be following up at all times and dont stop calling until you get hold of the person. If you have been in for a meeting, go back in and say you were just passing, that way you can counter the objections. Lastly and the most important aspect is.. you have to be the best, if your not closing deals you need to look at 3 things.
I would be happy to send you a sales book that works for us, no cost.
email me at ben.thompson @lammore.com im happy to help as I know how hard this industry is.
Can you take us to the journey of how your prospects end up saying, "Okay that's great! How do we get started? first please" .
If they are laughing, they are listening. Teachers in all walks of life have found that humor keeps the audience attentive, and supplants the info deeper into their brain because they like what they hear. And we all listen better when we are happy. If they are non enthused, they are not interested.
Hi Jennifer, Congratulations - you're closing pretty well if potential clients are usually asking "How do we get started?" All you need now is to be ready to answer that question with a request for an immediate action solidifying a client's commitment to your coaching program.
"Immediate action" because I suspect your biggest competitor (at that point in your sales process) are prospective clients that later decide to do something on their own (buy another book, do something online, have coffee with friends, etc.) rather than to hire you - not a competing coach. I suggest asking for the first month or session fee in advance and as a prerequisite for booking the first appointment or providing your "pre-work" package to them.
It seems too that your clients perceive career development pain/pleasure differently than that for coaching. This would mean that you may need to help them more as they make the stepping stone decisions that your coaching will solve their problem and that you can help them overcome any obstacles on the way.
Many people spend a lot of time learning the skills so they can do their job well but forget that part of any business is selling the goods or services. Too many people would never even think about studying the art of selling.
I started in sales at the age of 19 and back before many of those here were even a twinkle in their mothers eyes. For decades I read every book on selling that I could find. I listened to tapes on selling. I did all I could to learn to do my job as well as possible. Spending some time becoming more professional in your knowledge of sales techniques could be a good investment for you and could help solve your problem.
I'm a coach as well and I've had similar problems. I think part of the issue is sticker shock associated with the question of how long will I be paying this person. When this situation occurs you usually won't hear back because they don't feel like they can afford you. Part of the problem is that you need to establish value to a point where the price looks cheap.
My approach is to do a free assessment and then go over the results and tell them what I could do for them, what they would achieve, and how it would benefit them. I then ask if they are interested (yes or no answer). If they say no then I'll ask why not, based on the information we've gone over. If they say yes, then I'm already building up the sale. I'll continue this process until we've gone over everything I could for them, what they would achieve and how it would benefit them. Then I ask them what else would you like to know? I answer any other questions they have and then tell them my price and go over again what they'll get, what they'll achieve, and how it will benefit them. This usually seems to work.
Another approach I take is to make sure I stay in the network with that person so they see me every so often. I may not get the sale as soon as I'd like, but by seeing me continually they are continually reminded of what I can do for them and this leads to an eventual sale.
Personally persistence is key and it sounds like you're following these up but I can suggest a few things.
You need to not only explain in plain old words why they need this you need to make sure they feel why. Once people see a necessity for for it they will either take the offer up or toss and turn as they sleep at night because they didn't take it.
What are the benefits of your coaching? In other words what is your WOW factor? To most people getting a better career is great but they're to lazy, so what is the incentive?
Last thing I can think of give a few coaching session to some potential clients and make them sign up for a testimonial. Sounds basic but that little influence of seeing that someone else can do it really makes the difference.
Personally I think it's all in the presentation and service provided people make up their mind and are quick to go negative. So in showing something that is new is a hard sell but it's not impossible.
Try offering your service for free but charging for the actual work involved. i.e. Suggest how to proceed, but charge to do what you suggest. (That might require some planning but is an easier way to guarantee a developed clientelle.) For example if your advice is to use specific materials charge for them, if it's software, charge for it, etc.
After reading i feel you are not good finisher,sale commitment is the key of success ,,in front of mirror present you presentation and check when you close the presentation where you lack take commitment ,follow up regardless to his/her response keep follow up one day come that client give you good business or hire good expert